Marketing
Sales Assessment Results by Emily
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—your performance is hovering around average, and that's not going to cut it if you want to excel in sales. You’ve shown some solid attempts at using analytical thinking and value propositions, but too often, you’re missing the mark on building rapport and engaging with your prospects’ concerns. You need to engage more deeply with their perspectives instead of making assumptions. Your consultative approach is there, but it needs fine-tuning—ask more open-ended questions to discover the real issues your prospects face.
Your strongest demonstrated technique is the use of value propositions, particularly when you framed the budget in terms of ROI. That’s a strong approach, but it’s crucial to couple that with empathy—acknowledge their hesitations before you dive into the numbers. You also have a decent grasp of analytical thinking, but the emotional connection is where you're lacking.
Focus on practicing techniques like Consultative Selling and SPIN Selling. These will help you uncover the deeper needs of your prospects and tailor your responses more effectively.
Here’s your coaching moment: remember that sales is not just about pitching; it’s about building relationships. The more you can align with your customers’ needs and concerns, the more successful you will be. Get out of your head and into their world. The only way from here is up—now go out there and make those connections!
Question Breakdown
1.
3
/ 10Question:
"I've seen cheaper options out there, why should I pay more for your service?"
Answer:
When you bid a project, do you keep in mind the quality of work that you do? Do you also bid based on your skill and years of experience? With Hibu we shorten your marketing ramp. We have hundreds of thousands of campaigns running I pull that data so I don’t need to invest your ad spend in a guessing game. We spend your money on exactly what I need to do to make your phone ring. I never promised to be the cheapest, but I do promise to provide results. Like in any market, you get what you pay for.
Feedback:
The response attempts to address the objection by emphasizing quality and results, which is a solid approach in marketing. However, it lacks direct engagement with the prospect's concerns and does not clearly differentiate the offering compared to cheaper options. This answer could be improved by incorporating a more consultative approach, asking questions to further understand the prospect's needs, and enhancing the focus on the unique value proposition of the service. There is also a missed opportunity to build rapport by acknowledging the prospect's perspective more directly.
2.
5
/ 10Question:
"How can I be sure this won't disrupt my current marketing strategy?"
Answer:
Well Mr. Customer explained to me your current marketing strategy and why we’re meeting here today. I was under the assumption that your current strategy needed an upgrade. Are you concerned about a specific piece of your current marketing strategy that you don’t wanna lose?
Feedback:
The response begins well by acknowledging the customer's current strategy, which shows some level of active listening. However, it quickly shifts to an assumption about needing an upgrade without confirming the customer’s perspective. This could lead to a breakdown in communication. Instead, a more effective approach would include expressing understanding of the potential disruption concerns and asking open-ended questions to explore the customer's specific worries in more detail. This would show empathy and build rapport. Overall, the response is somewhat consultative but still lacks clarity in addressing the objection directly.
3.
6
/ 10Question:
"What if my team doesn't have the bandwidth to manage this new solution?"
Answer:
Before we set anything in place, let’s make sure that your team is on board. We can break down each item in terms of time it would take and make sure it’s assigned to a member of your team but also that’s why you hire me? I’m here to ensure this program works smoothly and you’re getting the most out of each lead that comes in. Now if you’re receiving too many leads and your sales team can’t keep up. That’s such a great problem to have! At that point, we can evaluate the program. See if you’re ready to grow your business and are as ambitious as you told me or if we need to scale back while you build the infrastructure to support the lead.
Feedback:
The response demonstrates a proactive approach by ensuring the prospect's team is involved and acknowledging potential bandwidth issues. However, it could be improved by asking more open-ended questions to explore the customer's specific concerns about bandwidth. While it does mention assessing workload and scaling back if necessary, it lacks a clear solution-driven focus on how to integrate the new solution with minimal disruption. Additionally, the tone could be slightly more empathetic to show understanding of the prospect's situation, which would help in building rapport. Overall, it's a good start but could benefit from more refined communication and discovery techniques.
4.
7
/ 10Question:
"This requires a monthly payment – I'm not sure if it's in my budget right now."
Answer:
Mr. Customer you told me that your jobs net you about $1000 a bid so if I’m proposing a $3000 marketing budget I only need to bring you three clients to return that investment to you. Of the calls you receive every day how many of those do you think you close? Would you say 30% at 30%? I only need to bring you nine calls a month to make this program work for you. Based on the data I’ve shown you of other programs running in your same industry were seeing closer to 20 to 30 calls a month for the specific projects. I’m confident that will be able to deliver a high ROI.
Feedback:
This response effectively addresses the budget concern by framing the monthly payment in the context of potential returns, highlighting the ROI of the investment. It uses metrics and data to demonstrate the value proposition, which is a strong approach. However, the response could be improved by first acknowledging the customer's budget hesitation directly to show empathy and understanding. Additionally, while it poses a question about the closing rate, it could benefit from more open-ended questions to foster a conversational tone and further engage the prospect's feelings about the investment. Overall, it shows good analytical thinking but could enhance the emotional connection with the prospect.
5.
5
/ 10Question:
"What happens if I don’t see immediate results?"
Answer:
You shouldn’t see immediate results. If I’ve done my job correctly as products start going live and things start getting turned on our AI will learn very quickly. What cause you like and don’t like we shorten that ramp period for you, but I’m not gonna press a button and make your phone ring tomorrow. It definitely is a Long-term approach for off page SCO and getting your Google local ranking up to speed but with Around, I would say in 30 days you’ll have results we can look back on and be proud of.
Feedback:
This response effectively communicates that immediate results are not realistic, which is an important point to address. However, it lacks a clear explanation of why the prospect should trust the timeline provided and what specific actions will be taken within that 30-day period to ensure progress. The mention of AI and the ramp period is a good start, but it would benefit from clearer language and a more structured explanation of the processes involved. Additionally, the response could include questions to engage the prospect's expectations and concerns further, fostering a collaborative conversation. Overall, it's a decent attempt, but it could be strengthened with more clarity, empathy, and engagement.
6.
7
/ 10Question:
"My colleague had a bad experience with a similar platform. Why would this be different?"
Answer:
I hate to hear that your colleague had a bad experience with a similar platform. It is normal to hear in the digital marketing space unfortunately because expectations aren’t set and communication is not clear. I provide a statement of work outlining exactly what my duties are and what I’m going to be performing for you. We meet every 30 days to go over expectations as well as future month planning and make sure that we continuously stay aligned. I have a very large book of business. I’m happy to provide any referrals that will make you feel more comfortable moving forward. I know that this is what your business needs and I know that you know this is what your business needs or wouldn’t be here today in this meeting. I want to make this as comfortable as possible for You.
Feedback:
The response begins positively by acknowledging the prospect's concerns about their colleague's experience, which shows empathy. However, it could benefit from further exploration of the specific issues faced by the colleague to demonstrate active listening and understanding. While you mention outlining duties and regular meetings to ensure alignment, this could be emphasized as a commitment to transparency and communication, addressing the root of their concern about expectations. Mentioning your large book of business and offering referrals adds credibility, but it would be stronger if you connected these elements back to how they directly address the prospect's worries. Overall, the response is solid but could be improved by being more focused on the prospect's specific fears and concerns, thus enhancing the value exploration and collaborative approach.
7.
5
/ 10Question:
"Can you guarantee that this will be easier to use than what we currently have?"
Answer:
I do not know the ins and outs of your current program. So I can’t make such a bold statement, but what I can tell you and promise you is that you have me as your partner in this process. That means if you have questions, concerns issues I will make sure that those are addressed in a timely manner. We do have a very robust dashboard that shows every lead with all of its call tracking information and every time we meet, we will go through it and do education, making sure that you are aware of how to make the most of every single piece of that dashboard to make this as easy as possible Again I can’t promise it’ll be easier than what you currently have but what I can promise is that I will try to make it less hard. Right marketing is never easy. My job is to make your job less hard.
Feedback:
The response starts by acknowledging the limitations of not knowing the current program, which shows honesty but could come off as uncertain. Rather than focusing on what cannot be guaranteed, it would be more effective to emphasize the specific improvements or benefits that your solution offers compared to the existing system. While you mention being a partner in the process and addressing questions in a timely manner, it would be helpful to include more concrete examples or features that demonstrate ease of use. The commitment to education and support is a positive aspect, but the language used could be more confident and assertive about the potential for improvement. Overall, while there is a focus on support, the response lacks a clear demonstration of value and assurance that could build trust with the prospect.
8.
6
/ 10Question:
"I want something that integrates seamlessly with our existing tools, can yours do that?"
Answer:
Based on the tools that you’ve shown me, we do offer API integrations for each plug-in. I will make sure in the consultation that these are completed so you don’t have to worry about them. I will also test those to ensure that you were continuously getting the information needed, but yes, our existing tools do Offer integrations with the services that you currently have.
Feedback:
The response addresses the customer's concern by confirming that API integrations are available, which is a positive start. However, it could be improved by specifying examples of existing tools that the integration has successfully worked with, which would help reassure the prospect of compatibility. Additionally, while mentioning testing is a good idea, it would be beneficial to elaborate on the support process for integration and what that looks like from the customer's perspective. The overall structure of the response seems a bit disjointed, and there's a minor grammatical error with "Offer" which should be lowercase. Lastly, including a question to further engage the prospect about their current tools could demonstrate curiosity and a more consultative approach.
9.
6
/ 10Question:
"I'm worried about how long it will take to implement this, especially with our current projects."
Answer:
The implementation of marketing should only take about an hour of your time. It is my job to gather the information from you to correctly set up your campaigns once those campaigns are live. It is my job to stay on top of them and manage that project on your behalf. Ongoing communication is me and you meeting every 30 days whether that zoom phone call or in person as your schedule allows
Feedback:
The response provides a clear estimate of the implementation time, which is important for addressing the prospect's concern. However, it could be enhanced by acknowledging the prospect's current project workload and how this new implementation might integrate without adding stress. Additionally, while you mention your role in managing the project, it would be beneficial to emphasize how you will ensure a seamless transition and minimize disruption to their ongoing projects. Asking questions about their current projects could also enhance engagement and show a consultative approach. Overall, the response is solid but could be more empathetic and focused on collaboration.
10.
5
/ 10Question:
"What if I invest this money and the market shifts unexpectedly?"
Answer:
Tell me more about that what do you mean by the market shifts unexpectedly?
Feedback:
The response does well to invite the prospect to elaborate on their concerns, demonstrating curiosity and a willingness to understand their perspective. However, it lacks a proactive element by not offering any initial reassurances or insights into how market shifts are typically managed or accounted for in your strategy. A more effective approach would include addressing potential market fluctuations directly by discussing how your service provides flexibility or adaptability in changing conditions, alongside engaging questions. Overall, while it opens up dialogue, it could be enhanced by being more solution-oriented from the start.